Training

EXECUTING AN ADVANTAGE IN A CHANGING MARKET

The HVAC industry is undergoing revolutionary changes. Consumers are more connected, more demanding, and want more choices and options. The expert trainers at mta360TM can help you master an engaging, simplistic, and repeatable sales process that will provide significant sales growth and improved profitability.

How? We arm your comfort advisors and technicians with the skills and sales tools that drive a deeper understanding of what motivates consumers to purchase their home comfort systems from your business.

Our training solutions will change the way you engage and sell. People, content, and materials are the heart of our training programs. mta360TM trainers are highly experienced industry professionals with a passion for helping others. The content for our training programs is based on the most current research and best practices.

Our materials are reviewed, revised, and refreshed on a regular basis. The industry is changing too quickly for a qualified training group to re-hash old materials or talking points. mta360TM will help streamline your business sales process and take your company’s success to the next level.

Knowledgeable, Proven Experts

mta360TM is committed to its clients’ success, and has a proven track record of providing the HVAC industry’s dealer network with the most current training strategies and tactics to ensure they realize their profitability goals.

4 step sales system

Up-front pricing

Customer-centric turn-key presentation binder

Creating a consumer experience that sets your company above the rest

Benefit based product presentation material that integrates seamlessly with all price books

Our Watts versus SEER sales strategy

Establishing the “why” in a consumer’s decision to purchase a system with variable capacity

The key to selling variable airflow

Professionalism: on-site conduct can make the difference

Communication skills: speaking the consumer’s language

Resolving objections

Active listening skills

TCO App: demonstrate to the consumer how they can own a top-of-the-line system for less than a base 13 or 14 SEER system

Click on an item below to read the basic descriptions of our most requested training programs:

CONTRACTOR TRAINING

Master Selling

Master Selling is sales training for the experienced sales person. The purpose of the class is to re-ignite a passion for sales, to help an experienced sales person proactively respond to the significant shifts in consumerism, and give attendees a fresh set of strategies and tactics that will help them close more jobs at a higher price.

Master Selling is a role play based class. Each attendee will have daily opportunities to practice their craft while receiving constructive feedback. Role playing is an effective way to learn from each other while taking the first steps towards better sales execution.

Master Selling includes a complete sales book and sample price pages. Attendees will also receive a comprehensive workbook for notes and take-away observations.

Fundamental Success

Fundamental Success is sales training for a new salesperson or a person joining the HVAC industry from another field. The purpose of the class is to provide attendees with the basic skills needed to build value, sell high efficiency systems, sell accessories, ask for the order, and close the job. This class helps attendees understand that a solid sales foundation is the key to future success in our industry.

Fundamental Success is a role play based class. Each attendee will have a daily opportunity to practice the basics of good salesmanship while receiving constructive feedback. It’s very low pressure and an outstanding way to learn.

Fundamental Success includes a complete sales book and sample price pages. Attendees will also receive a comprehensive class workbook for notes and take-away observations.

Professionalism: The emotional significance of the best first impression

Beginning a sales call in an engaging manner

Active listening skills

Needs analysis

Up-front Pricing

4 Step Sales System

Benefit based product presentations

Accessory sales strategies

Understanding the root of objections

Resolving objections

Follow-up fundamentals

Service Sales Excellence

Service Sales Excellence is designed for Service Technicians that can either generate leads for their business or are able to sell systems to homeowners. The purpose of this class is to help Service Technicians generate more high quality leads, increase their average ticket price, and to help them close more jobs at a higher price.

Service Sales Excellence is a role play based class. Each role play highlights a specific skill that will help the Service Technician become more effective in the field. The role play scenarios are very low pressure, interactive, and an incredible way for the entire class to learn together.

Service Sales Excellence includes a complete sales book and sample price pages. Attendees will also receive a comprehensive class work-book for notes and take-away observations.

Who should attend? Owners, Service Managers, Service Technicians

Key Skills

Professionalism: On-site conduct can make the difference

Communication skills: Verbal, non-verbal

New rules for gender intelligence

Increasing an average ticket price

Effectively answering the ‘What would you do?’ question

Up-front pricing

4 Step Sales System

Improving maintenance agreement sales

Resolving objections

Generating a consistent stream of high quality leads

Referral Generation and Social Media Strategy

This intensive training class prepares a business owner to generate better referral business while leveraging social media’s incredible capabilities. The purpose of this class is to help businesses create an interconnected consumer experience that can be leveraged for referral business. The class will also provide attendees with an objective understanding of social media strategies across major platforms: Facebook, Twitter, Pinterest, and Blogs.

This training is highly interactive. Attendees are encouraged to bring laptops and tablets to enhance the participation and learning. This training includes a complete referral generation manual and a “blueprint” for designing future social campaigns

DISTRIBUTION TRAINING

Fundamental Territory Success

There is a substantial difference between presiding over a territory and managing a territory. The purpose of this class is to help Territory Managers improve execution and sales in three ways: Improved territory maintenance, existing account growth, and new account acquisition. This training focuses heavily on the fundamentals of sound territory planning, strategy, and execution.

Fundamental Territory Success is a role play based class. Participants will have daily opportunities to practice real-world B2B skills while receiving constructive feedback.

Developing a unique value proposition to create differentiation for a distributor

Professional active listening: Benchmark of a pro

Utilizing a dealer ‘needs analysis’ to create a performance benchmark

Intentional Sales Planning and professional time management

Individual account planning/execution to ensure sales goals are met

Repairing the dealer sales process

Prospecting best-practices to ensure a consistently filled pipeline

Dealer Boost

Capturing more sales from existing accounts is a cornerstone of a well-managed territory. The purpose of this class is to help Territory Managers develop more effective sales strategies, tactics, and execution for their existing accounts. This training focuses on leveraging a more comprehensive understanding of a business owner’s true goals in order to capture more of his existing business.

Dealer Boost is a role play based class. Participants will have daily opportunities to practice the account development skills needed to improve their sales.

This class includes a complete class workbook and a series of sequential development resources used to reinforce best practices.

Major Account Prospecting

Converting high value prospect targets is the mark of a true Territory Manager. These high value accounts, however, pose unique challenges and require a specific skill set. The purpose of this class is to equip a Territory Manager with the most effective strategies and tactics needed to accomplish this goal. From getting past the gatekeeper to handling objections, attendees will leave better prepared to convert their best prospect targets on an on-going basis

Major Account Prospecting is a role play based class. Participants will have daily opportunities to practice the prospecting skills needed to be effective with high value accounts.

Major Account Prospecting includes a complete class workbook and a series of sequential development resources used to reinforce best practices.

Who should attend? Sales Managers, Territory Managers

Key Skills

Defining a ‘Major Account’

Overcoming the challenges of a long sales cycle

Preparation: Materials that make an impact

Getting past the gate keeper

Leveraging implication and profitability

Designing an impactful value proposition

Resolving objections

Short-Medium-Long term conversion benchmarks

If you are interested in learning more about our training or would like to schedule a class please contact our office at 480.882.1799 or via email at info@mta360.com.

Thank you for considering mta360TM as your training resource. We look forward to working with you!